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Welcome to 21 Days to Sales Excellence Program!

It has been said that it takes 21 days to make a habit, so this concept will be used to increase the organization’s sales effectiveness. For the next three weeks employees will journey through training modules and exercises intended to develop sales ability, enhance the Members’ overall experience at Chartway and increase the employee’s income.

Chartway Federal Credit Union: 21 Days to Sales Excellence
This program is built around the concept that it takes 21 days to make a habit, so the goal is to develop exceptional sales skills in employees within that timeframe. Each day, participants work through a program guide with a four step procedure including: Self-Reflection Activity, Review of Study Guide, Completion of eLearning Module and Exam, Completion of Commitment Sheet.

Format of the training program
The program has two parts, self-directed and classroom. The self-directed portion is a combination of self-reflection, eLearning and on-the-job skill practice. The self-directed training tasks will be completed prior to branch opening or department start time so that the learning can be applied the very day that the training assignment is completed. At the beginning of the shift, employees will invest approximately 30 minutes completing the self-directed training. The training consists of:

Self-Reflection Activity – respond to a series of questions (5 min.)

Read Study Guide (5 min.)

eLearning Module and Exam (15 min.)

Commitment Sheet - commitment to apply the information (5 min.)

After the self-directed portion of the program is complete, employees will attend a one-day workshop where the skills gained by employees during the self-directed learning will be showcased. The one-day, hands-on workshop will assist employees in solidifying the sales skills. Employees will also gain additional insight into the importance and value of the sales process to assist with goal achievement.

Program Timeline
Employees will begin the first module after the companion guide is received and will have three weeks to complete the self-directed portion of the program. Once the self-directed program is complete, employees will receive an Outlook appointment outlining the date, time and location of the hands-on workshop.

Training Support & Contacts
If employees need help with:

Training material — contact Training Support

eLearning module technical issues — contact Information Technology

General concerns (time, expectations, etc.) — contact direct Supervisor

Tracking Learning Progress
The eLearning system will automatically track the modules that employees complete and record the test score. It is recommended that employees use the tracking chart below to keep track of the modules and training that has been completed, including the date and passing score. This will allow employees to quickly and easily share the training progress with his/her direct Manager so that the employee’s accomplishments can be recognized.

Date	Topic/Skill	eLearning Module	Score
	Importance of Sales	You Are in the Perfect Position
	Professionalism	Professionalism
	First Impression	First 10 Seconds
	Member Demographics	Who is Your Member?
	Personality Styles	Matching Your Member’s Style
	Probing Questions	Questioning Techniques
	Understanding Member Needs	Listening, Not Just Hearing
	Product Recommendations	Recommending Solutions
	Overcoming Objections	Overcoming Objections
	Closing a Sale	Close and Wrap Up
	Referrals	Teller-Sales Referrals

21 Days to Sales Excellence Participant Feedback

“Overall, I think this course will be very helpful for the Retail/Contact Center teams. This will give them introductory level knowledge on sales before building in more job specific sales training. Excellent course!”
“I appreciate the opportunity to attend such an informative class.”
“I loved this course. The right facilitator, the right classmates, and the right amount of people. Everyone participated which made the class go by smoothly and made it more interesting.”
“I was really looking forward to the program going into it, but I came out with a lot more confidence and appreciation than I could have ever hoped. I am confident that I will be able to put the great tips to good use.”
“I believe that the course was wonderful.”
“I was extremely pleased with the course. I felt it had a great flow from topic to topic. I also liked the modules and templates given in the workbook.”
“I was apprehensive about all of the role-playing. Once we finished with the role-play I realized it helped to illustrate how much I had grown through taking the course.”
“I thought the course was very useful and that it should be incorporated into the initial training for all sales positions.”